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Principal Solution Director

Company: CompuCom Systems Inc
Location: Newark
Posted on: June 12, 2021

Job Description:

Why CompuCom? (Overview)

The Solution Director III (Principal Solution Director) manages strategies and solutions for the largest/most strategic new business opportunities as well as strategic competitive renewals by developing compelling win, solution and price strategies to meet client requirements for outsourced managed services. The SD-III has expert-level business and technical skills to transform customer requirements into compelling solutions that differentiate CompuCom from its competitors.

The SD-III participates in pre-sales activities and assists the sales team in identifying and qualifying pursuits. The SD-III leads and guides the pursuit/bid team to develop cohesive solution, pricing, proposal creation and presentations to the customer. The SD-III writes persuasive proposals and conducts orals utilizing strong communication skills and is an expert in adapting tone and flow to various stakeholders.

The SD-III possesses strong commercial management skills and has the ability to write SOWs, understand key risks and mitigation strategies and is an expert in leading negotiations in conjunction with CompuCom Legal.

What You Will Do:


  • Participates in pre-sales activities and assists the sales team in planning and driving new business by identifying and qualifying opportunities through customer meetings, capabilities presentations and evaluation of customer requirements for a fit with CompuCom capabilities
  • Participates in Deal Qualification activities to assess winnability of pursuit, identifies gaps in customer requirements and CompuCom capabilities and makes recommendations for solution approach, whether standard or custom
  • Leads creation of review materials as stipulated by the pursuit process
  • Provides mentoring and training to others within Solution Services organization
  • Leads customer discovery workshops to understand business issues/objectives, projects and problem statements of customers/prospects
  • Stays current on technology changes in the market, competitive analysis and understanding differentiators between CompuCom and its competitors

Solution Development:

  • Identifies subject matter experts and Delivery Architects required to develop solution and cost for assigned opportunities
  • Deconstructs RFx documents to segment requirements, data points and underlying business challenges in support of solution development and win theme planning
  • Leads pursuit and solution process, including responses to RFx, strategic competitive renewals and complex expansion or change orders for multi-tower complex offerings
  • Guides the pursuit team to develop a cohesive solution, price, proposal creation and presentation for the customer
  • Manages the overall solution and ensures integration of solution components to deliver a compelling end to end solution for the customer
  • Works with sales, delivery and senior leadership to establish price strategies
  • Works with the Pursuit Center to develop the proposal plan and response requirements
  • Leads the creation of oral presentation materials and leads oral presentations

Commercial Management:

  • Develops Statements or Work (SOWs) and assess and mitigates risks through the solution design and contract language
  • Develops commercial strategy at the beginning of the pursuit and ensures team compliance to strategy
  • Leads commercial risk management process consulting with commercial management team and legal as applicable
  • Secures all appropriate final opportunity/contract approvals from required parties


  • Education: Bachelors degree or equivalent experience.
  • Years of Experience: Minimum 10 year experience in related field
  • Special Certifications: Background in ITIL, Service Management, IT Management.
  • Technical Competencies Strong knowledge of IT outsourcing services, business development activities and outsourced sales cycle
  • Proven track record leading large IT Managed Services pursuits
  • Managing, operating and/or transforming IT organizations
  • Strong technical and pre-sales knowledge in multiple areas of IT infrastructure services
  • Working with enterprise IT environments, outsourced managed services solutions (i.e. severs/storage, networks, data center, security, end user computing, mobility, etc.)
  • Providing consultative services in a sales or professional services environment utilizing Business Management and/or IT Service Management skills

Equal Employment Opportunity

CompuCom is committed to providing equal employment opportunities in all employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, disability, protected veteran status, sexual orientation or any other characteristic protected by law.


Keywords: CompuCom Systems Inc, Newark , Principal Solution Director, Other , Newark, New Jersey

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